THINK JUST BECAUSE YOU CALLED OR DELIVERED A FLYER THAT YOUR JOB IS DONE? THINK AGAIN!
We don't receive inbound calls from businesses wanting Aflac or Everwell's zero-cost benefits program. Consequently, canvassing and elevating means nothing without a follow-up. So be ready to call them back.
On Day 2, you should have a shortlist of numbers or a stack of business cards from places you canvassed.
YOUR FOLLOW UP CALL OR VISIT SHOULD SOUND LIKE THIS:
"Hi, is this (Name of Gatekeeper)? Hi! It's ___________. We spoke on Monday! I was the one (wearing/saying) the _______."
"I'm just calling to follow-up with the ______ (I left behind). Is (NAME OF DM) available to talk?
WHEN YOU GET TO THE DM, SAY THIS:
"Hi (NAME OF DM), my name's ____________!"
"I'm calling to follow up on the ________ that I left behind. Did you get it?"
"I work with (NAME OF OTHER DM) down the street, and he suggested I might give you a visit. I'm with Everwell business solutions. We're a new small-business platform."
"The reason for my call is to set an appointment. With (NAME OF OTHER DM), we were able to reduce his worker's comp and lower his payroll taxes, all at zero cost. I think we've got a few solutions that could save you a respectable amount of money."
"I'd love to set up a time to talk for a few minutes to learn about your business and see if we'd make a good fit."
"How is next Friday at 2pm?"
***...AND FOLLOW-UP SYSTEMATICALLY***
Follow this for any prospect that either ignored your first touch or provided some initial positive contact, but has grown unresponsive:
Start by making a phone call or some other initial contact.
Follow-up Week 1:
2. Send a letter / Thank You Card / Something in the mail
3. Visit and establish a name to face. Get a business card of the DM.
Week 2:
4. Send an e-mail (can be a digital version of above)
5. Call again
Week 3:
6. Visit and bring a GIFT (under $25 max).
7. Email to reinforce the gift
Week 4:
8. Mail a personal hand-written note
Week 5:
9. Call
10. Email to reinforce the call
11. Visit
If no response after 11 touches, then move the prospect to a "passive touch." This means call or email them once every three months, and then place them on a newsletter blast list.
Prospects need to be touched 7 times before they remember you and your message!
Wednesday, June 8, 2016
Wednesday, May 27, 2015
CANVASSING METHODOLOGY
Step 1:
WHEN COLD CANVASSING, you must determine if they're a viable prospect. In some shape or form, you must ask:
"Do you offer benefits to your staff?"
(If the answer is yes), "Do you offer Aflac benefits?"
Why? Because you don't want to bother with a company that already has Aflac! Talk to the gatekeeper, ask who is in charge of personnel and benefits, and ask if he/she is there. If he/she is not, ask for a business card and find out at what time of day they are typically in and available to speak.
Be sure to keep the business card in a safe place!
Step 2:
Say to the gatekeeper, "What's your name?" Remember it.
Introduce yourself, and try your best to make friends with the gatekeeper.
If the DM isn't there, leave behind a flyer, elevation item, and/or note so the gatekeeper and DM remember your name and generally what you do!
(Never leave behind an elevation item without a note or flyer! Otherwise you're just giving away Rubik's Cubes for no reason!)
Step 3:
WHEN YOU ACTUALLY TALK TO A DM, be sure to ask for a future meeting. (You don't need to try to sell Aflac on the spot, but be prepared if they say "sure I have a few minutes now.")
"Hi, I work down the street with (NAME OF OTHER DM.) I just wanted to introduce myself!"
"I represent a new business platform called Everwell."
"With (NAME OF OTHER DM), using our free benefits program, we were able to reduce his worker's comp and lower his payroll taxes, all at zero-cost. I think we've got a few solutions that might be able to save you money."
"I'd love to set up a time to talk so I can learn about your business and see if we might make a good fit."
"Is next Tuesday good or is Wednesday better?"
If you have a tablet or mobile device, show them a SCREEN SHOT OF EVERWELL!
Most of the time, you might just talk to a gatekeeper and get the business card of the DM. If so, be prepared to call the business the next day to follow up.
*******
THINK BECAUSE YOU DELIVERED A FLYER MEANS YOU'RE DONE? THINK AGAIN!
We don't receive inbound calls from businesses wanting Aflac or Everwell's zero-cost benefits program. Consequently, canvassing and elevating means nothing without a follow-up. So be ready to call them back.
On Day 2, you should have a stack of business cards from places you canvassed.
YOUR FOLLOW UP CALL SHOULD SOUND LIKE THIS:
"Hi, is this (Name of Gatekeeper)? Hi! It's ___________. We met on Monday! I was the one wearing the _______."
"I'm just calling to follow-up with the ______ I left behind. Is (NAME OF DM) available to talk?
WHEN YOU GET TO THE DM, SAY THIS:
"Hi (NAME OF DM), my name's ____________!"
"I'm calling to follow up on the ________ that I left behind. Did you get it?"
"I work with (NAME OF OTHER DM) down the street, and he suggested I might give you a visit. I'm with Everwell business solutions. We're a new small-business platform."
"The reason for my call is to set an appointment. With (NAME OF OTHER DM), we were able to reduce his worker's comp and lower his payroll taxes, all at zero cost. I think we've got a few solutions that could save you a respectable amount of money."
"I'd love to set up a time to talk for a few minutes to learn about your business and see if we'd make a good fit."
"How is next Friday at 2pm?"
***...AND FOLLOW-UP SYSTEMATICALLY***
Follow this for any prospect that either ignored your first touch or provided some initial positive contact, but has grown unresponsive:
Week 1:
1. Send a letter / Thank You Card / Something in the mail
2. Send an e-mail (can be a digital version of above)
3. Call
4. Send a short e-mail to reinforce the call
Week 2:
5. Call
6. Email to reinforce the call
Week 3:
7. Call
8. Email to reinforce the call
Week 4:
9. Mail a personal hand-written note
Week 5:
10. Call
11. Email to reinforce the call
If no response after 11 touches, then move the prospect to a "passive touch." This means call or email them once every three months, and then place them on a newsletter blast list.
Prospects need to be touched 7 times before they remember you and your message!
HINTS AND REMINDERS:
REMEMBER, WHEN CANVASSING, you've got to have personality. Try one of these:
"Hi, I'm with the F.B.I.... Just kidding. I'm actually with a small little company. You may have heard of us. It's called AF-LAC..."
"Hi, I'm with Aflac. Don't shoot!"
"Hi, I'm with Aflac. Am I the 17th agent that visited today?"
"Got a minute to talk? I promise it's not gonna hurt!"
NO SOLICITING
Does a "No Soliciting" sign worry you?
Don't let it. You're not selling anything.
Act like your job is to give out free passes to Ben and Jerry's Ice Cream. If you were handing out free ice cream, you wouldn't feel weird about knocking on doors, would you?
Your goal is simply to introduce yourself to every business in the city. You're launching a free product. You're a business consultant who is giving away your technology platform. Be excited about that!
WHEN COLD CANVASSING, you must determine if they're a viable prospect. In some shape or form, you must ask:
"Do you offer benefits to your staff?"
(If the answer is yes), "Do you offer Aflac benefits?"
Why? Because you don't want to bother with a company that already has Aflac! Talk to the gatekeeper, ask who is in charge of personnel and benefits, and ask if he/she is there. If he/she is not, ask for a business card and find out at what time of day they are typically in and available to speak.
Be sure to keep the business card in a safe place!
Step 2:
Say to the gatekeeper, "What's your name?" Remember it.
Introduce yourself, and try your best to make friends with the gatekeeper.
If the DM isn't there, leave behind a flyer, elevation item, and/or note so the gatekeeper and DM remember your name and generally what you do!
(Never leave behind an elevation item without a note or flyer! Otherwise you're just giving away Rubik's Cubes for no reason!)
Step 3:
WHEN YOU ACTUALLY TALK TO A DM, be sure to ask for a future meeting. (You don't need to try to sell Aflac on the spot, but be prepared if they say "sure I have a few minutes now.")
"Hi, I work down the street with (NAME OF OTHER DM.) I just wanted to introduce myself!"
"I represent a new business platform called Everwell."
"With (NAME OF OTHER DM), using our free benefits program, we were able to reduce his worker's comp and lower his payroll taxes, all at zero-cost. I think we've got a few solutions that might be able to save you money."
"I'd love to set up a time to talk so I can learn about your business and see if we might make a good fit."
"Is next Tuesday good or is Wednesday better?"
If you have a tablet or mobile device, show them a SCREEN SHOT OF EVERWELL!
Most of the time, you might just talk to a gatekeeper and get the business card of the DM. If so, be prepared to call the business the next day to follow up.
*******
THINK BECAUSE YOU DELIVERED A FLYER MEANS YOU'RE DONE? THINK AGAIN!
We don't receive inbound calls from businesses wanting Aflac or Everwell's zero-cost benefits program. Consequently, canvassing and elevating means nothing without a follow-up. So be ready to call them back.
On Day 2, you should have a stack of business cards from places you canvassed.
YOUR FOLLOW UP CALL SHOULD SOUND LIKE THIS:
"Hi, is this (Name of Gatekeeper)? Hi! It's ___________. We met on Monday! I was the one wearing the _______."
"I'm just calling to follow-up with the ______ I left behind. Is (NAME OF DM) available to talk?
WHEN YOU GET TO THE DM, SAY THIS:
"Hi (NAME OF DM), my name's ____________!"
"I'm calling to follow up on the ________ that I left behind. Did you get it?"
"I work with (NAME OF OTHER DM) down the street, and he suggested I might give you a visit. I'm with Everwell business solutions. We're a new small-business platform."
"The reason for my call is to set an appointment. With (NAME OF OTHER DM), we were able to reduce his worker's comp and lower his payroll taxes, all at zero cost. I think we've got a few solutions that could save you a respectable amount of money."
"I'd love to set up a time to talk for a few minutes to learn about your business and see if we'd make a good fit."
"How is next Friday at 2pm?"
***...AND FOLLOW-UP SYSTEMATICALLY***
Follow this for any prospect that either ignored your first touch or provided some initial positive contact, but has grown unresponsive:
Week 1:
1. Send a letter / Thank You Card / Something in the mail
2. Send an e-mail (can be a digital version of above)
3. Call
4. Send a short e-mail to reinforce the call
Week 2:
5. Call
6. Email to reinforce the call
Week 3:
7. Call
8. Email to reinforce the call
Week 4:
9. Mail a personal hand-written note
Week 5:
10. Call
11. Email to reinforce the call
If no response after 11 touches, then move the prospect to a "passive touch." This means call or email them once every three months, and then place them on a newsletter blast list.
Prospects need to be touched 7 times before they remember you and your message!
HINTS AND REMINDERS:
REMEMBER, WHEN CANVASSING, you've got to have personality. Try one of these:
"Hi, I'm with the F.B.I.... Just kidding. I'm actually with a small little company. You may have heard of us. It's called AF-LAC..."
"Hi, I'm with Aflac. Don't shoot!"
"Hi, I'm with Aflac. Am I the 17th agent that visited today?"
"Got a minute to talk? I promise it's not gonna hurt!"
NO SOLICITING
Does a "No Soliciting" sign worry you?
Don't let it. You're not selling anything.
Act like your job is to give out free passes to Ben and Jerry's Ice Cream. If you were handing out free ice cream, you wouldn't feel weird about knocking on doors, would you?
Your goal is simply to introduce yourself to every business in the city. You're launching a free product. You're a business consultant who is giving away your technology platform. Be excited about that!
Subscribe to:
Posts (Atom)